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SIX STEPS TO A SUCCESSFUL CAMPAIGN - Step 4
The number one reason people don't give is because they are not asked. People need information to make an informed decision. You want them to be educated on United Way and feel good about giving. Do not assume
that people know what United Way does, how its partner agencies
make a difference, and how employee campaign giving helps. Keep
this in mind as you carry out your plans with meetings and special
events. Your United Way Staff Representative and your Loaned Executive
are available for your meetings and events to make a presentation,
answer questions, or say thank you. Please use them as a resource
for your campaign along with other materials provided. Asking Employees To Give The first step to a successful solicitation is for you to make your pledge. Then, ask every employee to give either in a group meeting or one-on-one. This gives the employee a chance to ask questions about United Way. Group Solicitation A group meeting can be presented in approximately 20 minutes. Include things to encourage attendance, e.g., refreshments, decorations, music, door prizes, etc. During the meeting:
One-on-One solicitation The One-on-One method involves you meeting with an employee individually and asking for their gift. Be sure you:
Sharing a Story Make this effective through agency tours, fairs, speakers, an employee testimonial, or a meeting/event presentation by you or the loaned executive. Agency Tours & Speakers Call your Loaned Executive to schedule tours (your organization should arrange for their own transportation to and from tours) and speakers and keep in mind:
When you call your Loaned Executive to schedule a tour or speaker have the following information:
Presentations Without question, a presentation of some sort - whether it is one-on-one or to a group - is essential to the success of your campaign. Determining the type of campaign presentation that is best suited for an organization depends largely on the number of employees, organization structure and corporate culture. A presentation is an excellent opportunity to provide employees not only information about how their contributions will be invested to improve the health of the community but also an opportunity to ask questions about United Way. A group meeting agenda usually looks something like this: Opening remarks (2 minutes) - open the meeting with a few words about the company's history of employee campaigns and commitment to this year's campaign. Announce leadership giving campaign results or the corporate gift at this time. Overview (10 minutes) - your United Way representative and an agency speaker will explain investments that United Way makes in your area and the counties served by United Way and its partner agencies. Be sure to include the facts relating to the accountability and efficiency of United Way. Show the campaign video (7-10 minutes) Ask for pledges (1 minute) -emphasize the opportunity to give and allow them to make an individual decision based on the story and facts presented, not by pressure. Questions (2 minutes) Handling Objections and Questions When faced with tough questions or objections remember: an objection is an opportunity to give positive information about United Way. When handling objections to United Way, keep the following things in mind:
If you're not
sure of an answer, say so. Then, call our Communications Department
@ 458-2045 or your Loaned Executive and get back to the person with
an answer quickly. Making a Pledge At this point, your employees have heard the story and have been asked to give. Make giving easy for them and wrap-up easy for you:
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